make sure the site is aligned with your sales process. In my daily conversations with manufacturing and industrial companies, I find the mindset is still very much centered on marketing the old way. Here are some of my thoughts to help you better align an industrial website with your sales process. Define your sales process in details. After the sales process is clearly mapped out, examine what steps can be handled by your website. What steps did you take to align your industrial website with your sales process? It is too late by then. MORE >>

Subscribers are often some of the most loyal customers to a company because they receive content right in their inboxes, making it easier to read and harder to ignore. An email message every day or ever week helps to increase visibility and get your brand recognized. Many companies allow for readers to subscribe to a blog, a special promotional newsletter, or other email marketing campaigns full of videos and advice. For this reason, it is extremely important that your company has an unsubscribe system in place. Have you put thought into your unsubscribe process? MORE >>

The buying process has shifted in recent years. Before Google, buyers had about 20% of their questions answered prior to contacting the selling company – then called the company to have remaining 80% of their questions answered. They then contact the companies offering potential solutions, and ask their particular questions. The problem is that most companies have not adjusted their sales process to match this change. You need to think about and document the questions asked at each stage in their buying process. It just teases them. MORE >>

About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Content Marketing Lead Gen SEO-SEM Social Media More Strategy Design PR eBooks Educational Facebook Guest Posts Twitter 6 Tips for Understanding the B2B Business Decision-Making Process & Engaging the Buyer April 28th, 2010 | By Jessie Johnson Whether making a purchase decision for myself or for my company, I’m still a human. This presents some unique challenges to marketers: More people are involved in the decision-making process , representing different facets of the business. MORE >>

In a phone call this week I was swapping war stories with a well-known sales and marketing consultant, who, like us, works with B2B companies to improve their return on marketing automation. In the case of our agency , though we still get our fair share of calls from companies who find themselves saddled with what amounts to an expensive email broadcast system, a growing percentage of our engagements are with companies who have yet to even purchase the software. And that fact, I would propose, is a good sign for a maturing market. emphasis mine). No, not necessarily. MORE >>